Strategies for Success – Strategy 5 – How to Close
This is the fourth post in my series “Strategies for Success.” As I mentioned in my previous posts this lesson was actually derived from various videos by network marketing professional, Eric Worre. I highly encourage you to visit his blog NetworkMarketingPro.com and his corresponding YouTube channel.
So far we have talked about the first strategy, “The Million Dollar Mindset” and the second strategy, “How to Never Run Out of Quality Prospects.” If you haven’t viewed those yet then I highly recommend you do so before you view this blog post.
You can see:
Strategy 1, The Million Dollar Mindset by visiting: http://keithabell.info/2012/12/strategies-for-success.html
Strategy 2, How to Never Run Out of Quality Prospects by visiting: http://keithabell.info/2012/12/strategies-for-success-strategy-2-how.html
Strategy 3, How to Invite Properly by visiting: http://keithabell.info/2012/12/strategies-for-success-strategy-3-how.html
Strategy 4 – How to Present by visiting: http://keithabell.info/2012/12/strategies-for-success-strategy-4-how.html
Just to review there are 5 strategies that you must embrace in order to have true success and we will touch on each of these briefly. The 5 strategies are:
· Strategy 1 – The Million Dollar Mindset
· Strategy 2 – How to Never Run Out of Quality Prospects
· Strategy 3 – How to Invite Properly
· Strategy 4 – How to Present
· Strategy 5 – How to Close
Today we are going to be talking about Strategy 5 – How to Close
There are a number of ways to accomplish the close. The number one rule however is to always as leading questions, that is, don’t ask questions that can be answered with a yes or no. A leading question requires the prospect to give thoughtful answers; answers that you can use to clarify something or that you can restate to help emphasize your close. Leading questions usually start with words like, who, what, when, where, would and how. Some examples of leading questions would be:
§ How would this fit into . . . ?
§ What did you like best?
§ Who do you know . . . ?
The point here is to get to the prospects true objections so they can be overcome.
One of the best ways I have found to pose a closing question is to take the prospects temperature.
§ “On a scale of 1 to 10 with 1 being no interest and 10 being ready to get started, where are you?” Then follow up with, “How can I get you closer to a 10?”
§ Or the A, B, C close, “Now that you have seen the presentation are you an A, B or C? An A is where most people are. An A sees the value and the potential and is ready to get started today. Then there are the B’s, they see the value or the potential but they have a few questions they want to get clarified before they start. Then there are they C’s, not too many people are C’s. They just don’t have any interest and see no value for themselves. Which are you an A, a B, or a C?
Of course, once you have an answer, if they say they are ready to get started shut up and start completing the affiliate application . . . “How would you like your name to appear on your check?”
If they have questions use more leading questions to get to the root of their objection.
Once you have their core questions answered I think the 4 question close is powerful and it brings their goals and how we can solve their goals into the close. The 4 question close goes as follows:
“If you were to get started on a part time basis, approximately how much would you need to earn each month to make this worth your time?”
“How many hours per week could you realistically commit to creating that type of income?”
“How many months would you work to develop that type of income?”
If I could show you how to make (answer from question 1) each month, working about (answer from question 2) hours a week for (answer from question 3) months, would you be ready to get started?
Here is another short video form Eric Worre covering the 4 question close: http://youtube.com/watch?v=oVx6_CRNfhl
Folks, learning how to become a professional in recruiting can’t be done in an hour a day. You need to completely immerse yourself in developing your skills, and then you need to practice it over and over and over and over again until you get it right. I strongly encourage you to take your education seriously. On a previous post I mentioned that to become a professional in any field it takes about 10,000 hours of continuous training to become proficient at any skill. Learning to become a professional network marketer is no different. Plug into every type of self development program you can get your hands on. Take advantage of your up-line; take advantage of your company training program; take advantage of the other network marketing professionals and their books, CD’s, DVD’s and other tools; Take advantage of organizations like Toastmasters International. Continuing your education is an all the time proposition, if you decide to do it then you will be on your way to success as a network marketing professional so you can become a Healthy Lifestyle Champion.
Keith Abell, RPh MI
Executive Marketing Director